Have you ever visited a client and noticed that they needed a friend? Or that client that needed a little help that you just could not avoid giving? Do you ever see those needs in clients but know someone else will take care of them, so you don’t have to? I would like you to consider looking at clients with empathy, and caring enough to do something extraordinary for them.

In today’s uncertain times, there are people who are alone, people who have limited visitors, and some who just need a smile from someone like you. Some people are unhappy about what is happening around the world, and some are scared. Maybe you are, too. Remember, you have the ability to make someone’s day. You might help someone feel better by just asking how they are doing. When you truly care, it shows. When you ask, “How are you?” and really mean it, they know. When you simply help clients to have heat again but do it from your heart and truly mean it, you can make someone feel so much better.

Right now, you are wearing a mask when you visit clients, and you might be thinking, “How can they see my smile?” It shows in your face around your mask. It is in your voice, your body language, and your eyes. Smile at people and you will see them smile back. Smile with people and you will start to get a look at them in a different way. Ask if there is anything you can do for them and find out how you can make their day. When you treat people with dignity and empathize with their situation, your inner voice will tell you what you should do.

We’ve all been told we should approach our job with integrity and character. The easiest way to define integrity and character is this: You are who you are, wherever you are and with whomever you are. So, whether you are with the boys, hanging out and being boys, or you are with your grandmother, you are the same guy. I know we bend the rules a little, but you get the point. Can everyone you know or meet count on you to be a stand-up guy, just like you are with your family?

You have the opportunity to make today a better day for someone you visit. Imagine if you helped every client you visit feel better just by smiling and working from your heart to help them not just be comfortable but to feel better inside. When you see what your clients need help with, when you feel they need a hug but all you can do is smile and ask, “How are you?”, you might just make a huge difference in the life of someone who needed you today.

These small acts of kindness take little time and very little effort. They might also help you make more money. That’s right, happy clients buy more. When you truly care, you will also find out how you can help homeowners with their indoor air quality and their comfort. Today we should all be discussing ultraviolet air purifiers, letting clients know how the purifiers clean viruses from the air. Take a little extra time to have a real conversation with them, and you might find out their bedroom is cold. Offer help, not products. No one wants to buy or be sold things — but they want, need, and buy solutions. Care about people, and you will see the opportunity to help them and help your own family in the process.

Ready to continue exploring in-home sales strategies, and learning more about some industry-accepted best practices? Download a free training package complete with online course, industry research report, sample presentation and much more, at egia.org/achr-sales.